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Bold results driven software sales executive with proven track record in software sales and management across a broad array of Fortune 1000 accounts and the general business marketplace. Known for building and leading high-performing sales teams and reliably delivering results. Dedicated to building strong client relations using complex solution selling skills to ensure customer success. Contagious passion for aligning teams to transform business and accelerate results. Thrive in challenging environment, adjusting quickly to change while consistently exceeding objectives. Decisive leader with excellent people, motivational and leadership skills.I have strong Industry knowledge in Financial Services and Retail, and have led many cross industry solutions. I am passionate about driving value for clients and customer success. My success is fueled by my deep understanding of the enterprise software space and my ability to enable, motivate and mobilize teams to perform. NEGOTIATION | LEADERSHIP | STRATEGIC BUSINESS MANAGEMENT | PEOPLE MANAGEMENT | ORGANIZATIONAL DEVELOPMENT | SALES STRATEGY DEVELOPMENT | TEAM PLAYER | COACHING | CREATIVE | INNOVATIVEPlease contact me directly at hdnewton@comcast.net
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Retired From IbmIbmHartford, Ct, Us -
Manager, East Region Software Sales, Enterprise Collaboration & Talent Solution SalesIbm 2016 - PresentEast Region, UsaManaged 10 Sales Specialists through industry focused reorganization. Restructured territories for optimal performance to grow Enterprise White Space Market and expand clients’ growth accounts.• Identified new opportunity for driving sales by creating a new hybrid inside / field sales role to provide better service to established enterprise accounts and maximized up-selling prospects, providing coverage to previously neglected accounts, capturing untapped sales and growing YTY revenue by 36%.• Transitioned existing sales representatives to improved industry focused selling model which produced 22% increase in territory revenue.• Enabled, instructed and encouraged the team to focus on building industry, product capability and competitive skills, allowing representatives to provide provocative point-of-view to their clients. • Implemented weekly prospecting and pipeline development workshops, growing pipeline from 0 to 8 times in 1Q17.
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Manager, New York Metro Collaboration & Social Business SalesIbm 2015 - 2016New York MetroManaged 11 Sales Specialists with hands-on approach to grow solution selling skills, improve morale and expand business. • Formalized strategy, identified loyalty and growth accounts, based on sales volumes and install base, and how to aggressively attack white space. Established daily sales call rigor and quantitative dashboards to create accountability to accelerated Collaboration & Social software sales, all resulting in: o Growing YTY New York Metro Collaborations & Social Transactional revenue sales by 55% o Growing YTY New York Metro Collaborations & Social SaaS revenue sales by 37% • Re-energized and overhauled underperforming business unit through training, coaching and motivating team in all aspects of selling cycle, resulting in 8 of 11 representatives exceeding plan and 3 representatives receiving promotion to next level in their career. • Developed Routes to Market Plan, including industry sales, business partners, client teams, services, inside sales and provocative prospecting, driving awareness and demand for Collaboration and Social software in NY and NJ along with maintaining strong 5 times pipeline growth throughout 2 years. • Modified team focus to consultative selling approach, enabling representatives to more rigorously qualifying opportunities.• Created Win Plans with the sales team used to develop value based solutions which accelerated sales cycle.
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East Region Social Business Sales LeaderIbm 2011 - 2014East RegionLed East Region’s Social Business team in sales strategy, software sales and customer satisfaction. • Grew East Region Social transactional revenue sales by 62% compounded growth rate from 2011 to 2014, consistently exceeding personal sales objectives. Efforts included:o Defining new market for Social Business which initiated value based selling model.o Identifying and pursuing Social Business opportunities which led to use of Deal Clinics, Win Plans, Executive call strategies and Evaluation Plans in region.o Creating Social Business enablement plan which adjust Social Sales Team focus to building role based selling, product value propositions and competitive skills. o Leading sales strategy and tactics for various Social opportunities.
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North America Social Business LeaderIbm 2008 - 2010North AmericaLed North America’s Social Business Sales team in sales strategy, software sales and customer satisfaction to launch IBM’s new Social Business and aligned the teams to transform business.• Led NA ICS Sales Team on Value Based Selling, Competitive selling strategy against MS Sharepoint, with focus on Routes-to-Market with business partners, developing enablement plans and detailed prospecting plays to grow NA Social transactional revenue sales by 24% Compounded Growth Rate from 2008 – 2010 • Drove NA team to develop strategic “Close the Gap” sales play, allowing opportunity to identify high potential opportunities that could close quickly.• Directed and coached Social Business sales team on sales strategies and tactics for opportunities over $100K which generated increase in sales and focused team on sales execution.
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Americas Websphere Commerce Sales Business Unit ExecutiveIbm 2004 - 2007AmericasLed Americas’ WebSphere Commerce Sales team to define strategy, increase software sales and customer satisfaction and re-invented this under-performing segment of market. • Managed 3 Sales Managers and 15 Sales Representatives for North and South America, growing transactional revenue sales by 16% Compounded Growth Rate which consistently exceeded team’s sales objectives. • Led in sales strategy and negotiations for 3 (Sony, The Home Depot, Sears / Kmart) of largest WebSphere Commerce transactions in IBM history, successfully closing deals.• Focused team on value based selling model and used solution selling methodology to lead the team through a more thoughtful progression of opportunities, ensuring proper sales execution with Win Plans, executive call strategies and evaluation plans.• Created Routes-to-Market Plan, including business case to create new Americas WebSphere Commerce Business Partner team, resulting in 31% increase in Business Partner revenue and 24% increase in highly skilled and certified Business Partners. • Developed aggressive prospecting tactics which included participation at industry conferences, tele-sales campaign and competitive takeout campaigns, yielding dramatic increase in 10 times pipeline.
Howard Newton Skills
Howard Newton Education Details
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Summa Cum Laude
Frequently Asked Questions about Howard Newton
What company does Howard Newton work for?
Howard Newton works for Ibm
What is Howard Newton's role at the current company?
Howard Newton's current role is Retired from IBM.
What is Howard Newton's email address?
Howard Newton's email address is hnewton@us.ibm
What is Howard Newton's direct phone number?
Howard Newton's direct phone number is +121754*****
What schools did Howard Newton attend?
Howard Newton attended Northeastern University.
What skills is Howard Newton known for?
Howard Newton has skills like Social Business, Enterprise Software, Sales Enablement, Collaboration Solutions, Portals, Websphere, Software Industry, Websphere Portal, Lotus, Enterprise Content Management, Lotus Domino, Messaging.
Who are Howard Newton's colleagues?
Howard Newton's colleagues are Venu Madhava S.r, Bhavna Sharma, Lauryn Omeike, Vidisha Srivastava, Manjusree Das, Srishti Mittal, Ulla Werner.
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Howard Newton
Real Estate Agent Bullock Russell, Avocado Grower, Retired Public Safety Radio Engineer For The County Of RiversideTemecula, Ca2ocgov.com, cox.net3 +194928XXXXX
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Howard Newton
Director Geothermal Design At Image Engineering Group (Ieg) LtdDallas-Fort Worth Metroplex1iegltd.com
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